This comprehensive guide provides a 3-week approach to refreshing your behavioral model from initial assessment through deployment. The process balances data-driven insights with business intelligence, ensuring your refreshed model not only performs statistically well but also supports your sales team's daily operations and strategic objectives.
The methodology outlined here emphasizes validation at every step, cross-functional collaboration, and iterative improvement to deliver a model that drives measurable business impact.
Prerequisites - Week 1
Confirm which behavioral integrations are connected
Confirm if the model(s) to update are lead-level, account-level, or both
Establish success criteria for the refresh project
Confirm which audience and conversion mappings should be used to measure the performance of the model
Assess the performance of the behavioral model against those with the predictions pages
Spot check the deep dive to draw first conclusions on what to change in the weights
Identify patterns in false positives and false negatives
Internally align on what changed since the last fit model refresh (New behavioral integration? New events?)
Internally align on the hand raiser events the behavioral model should always qualify
Step by step configuration - Week 2
Update audience and conversion mappings, if necessary
Duplicate the live behavioral model(s)
Qualify hand raiser events (demo request, contact us form, viewed pricing page…)
Put a weight of 0 for:
Sales actions
Frequent low engagement actions (open email, viewed blog page…)
Leave the statistically suggested weights for the rest of the events
Adjust the thresholds
Review the performance of the model and a validation sample
Feedback and iteration - Week 2&3
Do several sample reviews with peers as a sanity check
Share some examples with Sales to get their feedback
Iterate on model configuration based on feedback
Go Live - Week 3
Deploy the new model
Consider deploying on a Friday afternoon to avoid disrupting business
Estimated time: 10 hours